Territory Manager Job Description

This position will cover the Northeast region of the US. The ideal candidate will be located around the Boston, MA area.

Position Summary:

The primary function of the Territory Manager (TM) is to drive sales growth of Big Timber products to wholesale and STAFDA Distribution along with focus on the lumber channel. The TM will be required to be adept in selling into distribution and lumber yards, as well as implementing value-added selling techniques at the end user level in order to successfully move Big Timber through the sales channel. The TM will be a product knowledge expert and is expected to have a deep knowledge of industry and market trends. Additionally, the TM will proactively engage with both new and existing customers to increase Big Timber market share in their respective territory.

Essential Duties & Responsibilities:

• Consistently engages with existing customers while managing a pipeline of potential customers.
• Effectively moves qualified target customers through the sales cycle.
• Develops growth strategies for markets and customers to align with our values.
• Uses product, industry, and market knowledge to provide a consultative selling experience for the customer.
• Uses strategic relationships to efficiently develop assigned territory.
• Utilizes Value-Added Selling to position our products favorably when compared to lower priced alternatives.
• Communicates with internal and external stakeholders in a timely manner. This includes quotes, order status, pricing, product updates, sales reporting, etc.
• Uses sales software system to identify positive and negative trends by market and customer and develop strategies using this information.
• Develops and delivers sales and educational presentations in a professional and effective manner to our internal and external stakeholders.
• Exhibits favorable time management to maximize in-person selling time.

Qualifications:

• Bachelor’s Degree Required
• Minimum 5 years’ experience selling through a distribution channel, including lumber yards and to the end user.
• Building Materials or Construction background: minimum of 5 years preferred.
• 3+ years of experience in cold calling/new account development.
• Must have a high degree of integrity, high attention to detail, and a commitment to succeed.
• Knowledge of the building products industry and markets preferred.
• Ability to understand the key aspects of selling on value as opposed to price.
• Demonstrated ability to work within the dynamic and evolving sales cycle as it relates to the building products industry.
• Focused on being a collaborative team player.
• Self-motivated team member who will maintain a self-directed approach to the study of new products, literature, promotions, trade publications and a high level of service to the customer.
• Working knowledge of Microsoft Windows.